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domingo, 18 de diciembre de 2011

How to Develop Actions for Sales to Become Effective.

Marketing is a set of activities thought to design products, to establish prices, promote them, and distribute them into the targeted market. Through marketing, a company can create value for the client; that value is the perception the costumer will have of the company from the satisfaction obtained from the product; it can even surpass the clients expectative by delighting them. Many companies try to get those levels of satisfaction for the clients by increasing their products and services, thus giving more benefits than expected from the clients. Not just for the client, but maybe also against the competitors.  The basic is to satisfy the clients; no company can last, nor succeed, without satisfied customers. Therefore, the actual and future needs and desires of the clients are the ones to lead the companies’ decisions; “There is one boss only, the client.”

An effective sales action focusses in getting and keeping the clients’ attention, just like Peter Drucker says: “the purpose of a company is to create and keep clients”. It is very important to identify the ways to creating competitive advantages; advantages that the competitors can’t copy so easily; by increasing the benefits for the customers, reduce cost from the providers and to discover innovative transactions. The product differentiation is a good source of competitive advantage; it can create loyalty in the clients by giving an outstanding service and developing lasting relationships with those who are the distribution channels. A way to establish loyalty from the clients is to develop a clear image and differentiation of the supply and to keep improving it by marketing activities. Another way of doing so is to offer them an excellent quality of service. So is to establish solid relationships with the intermediaries (members of the channels), such as distributors and the retailers.

The developing of a marketing program implies to define the product (depends of the targeted market of the company), the way to promote it, of how to distribute it and the settlement of the price which should be to the clients’ appreciation of the product. 

The main objectives of the effective sales are the construction and the management of the clients relationships with the customers, so they’ll choose us again, getting, like that much more portion of the market and the product will be recognized for its value favoring the positioning of the brand. It is also important to know the company’s global position in the market to determine a trademark and to plan the future actions about it.   You can use strategy tools as such SWOT that identifies the Strengths, Weaknesses, Limitations and Opportunities that a company has and must confront.

Now days the human resources politics have become very important for the works are fundamental for the company too; the worker’s satisfaction is reflected in the clients’ satisfaction. Andrew Carnegie says “Take my people but leave my factories and soon grass will grow. Take my factories and leave my people and soon we will have a new and improved factory.”

by Mauricio Hermosilla 

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